Let your customers out of the deal and get to the truth without your smelly commission breath (Josh Braun, Founder at Josh Braun Sales Training)

Description

Listen

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. 1:56

   not yours. Very nice. What's number two, Josh? Prospecting tip number two is that there is a natural reflux reaction when you pick up the phone and make a cold call to avoid salespeople. So if you're sounding like this, hello, my name is Matt, and I'm calling with Acme, you're “going to set off that negative reflux reaction.” So you have to do something a little different, and here's my favorite opening line. Hey, hey, Matt, this is Josh. You're probably going to hate me because this is a cold call. Would you like to hang up and fire me right now or can I steal a minute? It's called an accusation audit term coined by Chris Voss of never split the difference

   In Cold call opener mistakes

2. 2:42

   And when you label negatives, you defuse negatives, whether you use something like you're going to hate this call, or I know you weren't expecting this same idea is to label what they're the negative feeling they're thinking to defuse it. Nice. What's the last one, Josh? Round us out. “The last one is stop trying to change people's minds to net negative every single time.” Not once have I gotten to a objection with someone where I tried to change their mind and where they said, hey, you're right, I changed my mind just doesn't happen. So instead of trying to overcome objections, learn how to understand objections.

   In Objection response frameworks

3. 5:50

   an email, you're going to see the name, subject line, and the first 135 characters. Can't do anything about your name. You're a stranger. That's automatically going to be a problem. There's ways around that, actually, too, which we can talk about. Second thing is your subject line. And the third thing, which is also important that a lot of people don't talk about, is “that first sentence, first like 130 characters.” And everybody's favorite topic is themselves. So if you're reaching out to me and you're this podcast editing service, it might sound something like this, I'm Josh. Just been inhaling your inside selling podcast.

   In Cold email opening lines

4. 8:36

   And so I'm combining the self-deprecating with the inverse ask that you're doing. We also use that same technique with objections, right? So after someone voices an objection, I'm already using a vendor for that. It's a very common objection on a cold call. There's ways to proactively prevent that actually, we could talk about that as well. “But someone says, I'm already using a vendor for that.” Your inclination might be to try to change their mind and tell them, well, I'm not asking to buy anything right now. But using this technique, you could do the same thing. You could say another vendor. It's called mirroring. They go, yeah, we're using X, Y, and Z. And you might then say, it sounds like you're really happy with them. That's called a label. You're labeling what they're probably thinking. What's interesting when you do that one is people will usually say, yeah, but, you know,

   In Phone objection handling

5. 13:20

   So by asking that question and then this is how I'm gonna close it. What next step if any would you like to take? well, let me go talk with Armand and then You can call me next week. I'll give you that. Call me a Thursday next week “Would you be against putting something on the calendar? So we're not chasing” Ourselves and playing phone tag that works for me. I can do Thursday. Let's play hardball here and say no I'll just get back to you. Now. Here's the great thing Sales is about leadership. All right, I have to be in control of Everything so let me tell you how this plays out. Sometimes let's say they booked the meeting and they don't show up

   In Meeting-setting asks

6. 13:49

   I'll just get back to you. Now. Here's the great thing Sales is about leadership. All right, I have to be in control of Everything so let me tell you how this plays out. Sometimes let's say they booked the meeting and they don't show up for whatever reason Happens what I'm gonna do is Literally “Send one one sentence email and never follow up again” for three months and The reason for that is this if there's no motivation or desire No amount of follow-up emails is gonna change your mind. I've been trying to get my wife To clean out her closet for a year. I've been using every sales

   In Rescheduling after no-shows